Струнникова Анна Сергеевна
How to force a customer listening to you
“I knew it!”, “The same I was saying” or “But I asked you!” - how often such kind of thoughts occur to you? The customer insists on some feature, the analyst asks him leading and direct questions, proposes options. Because he knows the solution could be simpler, faster, more convenient, more modern (underline needed). But the customer stays firm. Finally, the team does as it was requested. But the customer does not like it! Why couldn't he think about it before? We have asked him 100 times before. Does it sound familiar? How much easier it would be if the analysts just were heard. Why doesn't it happen, and can we change it? Spoiler: it is possible, but not always. I will tell you about the reasons why they don't listen to the analysts and how to change it. If it is impossible to change, then how not to waste your time.
Everybody lies. Accept it
According to the books everything is so clear and simple: the roles are well known, the contribution of each role to the project is clear, and the artefacts seem to show up by magic. Why is it so different in reality? Thanks to God if the Sponsor once heard about the project for which he pays. The User has no requirements. The SME knows nothing in the domain area - he works just the second day, and the PM is on vacation. And so on and so one, project after project. We cannot change it, but we can share how to work in these circumstances. Our presentation will tell you how the science of psychology helps any professional analyst to develop his approach and elicit trustful information in the world where, as known, everybody lies.